Sales Training Programs
Strategic Account Management Excellence
A structured approach to look at all aspects of one of your key strategic asset- i.e Your Biggest Customers (Strategic Accounts)
It’s not merely about selling to strategic customers. Strategic Account Management involves building enduring, profitable partnerships by adding meaningful value to our customers’ businesses.
100+ Sales Professionals have already benefitted from our training programs
Practial & Interactive Workshop
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What you will achieve from this training program
- Understand who are your key accounts and a holistic strategy to adopt to grow revenue from them.
- Implement a customer - focused strategy not just to secure the existing business, but also to improve the wallet share of the addressable business.
- Leverage and continuously improve relationships and gain account insights.
- Ways to measure relationships at different levels.
- Plan Individual/Organizational investment to reach to the expected relationship/revenue goals.
- Learn a structured approach to plan and execute customer centric win-win long term approach.
Here's what the workshop will look like
- Choosing a Key Account, Uncover Account details, Key Players, Our share, Reasons for Wins/Losses, Account’s Buying process, Competition details, Organization chart, Top changes affecting the key account, Top priorities being pursued by the account.
- Criteria for a Key Account
- Move from seller-driven to customer-focused joint planning
- Learn Customer’s perception about you
- Move Perception hierarchy from a vendor to a trusted Advisor
- Analyse your current situation in the Account
- Focus on all the elements from an Account point of view like – Key players, long term changes affecting the account.
- Define action plans to achieve the desired Account Perception level.
- Focus on limited selling resources that are effective.
- Reevaluate/ Discontinue Investments that are not helping the Account and you.
- Set financial targets from the Key Account for the next few years.
- Identify/ Explore opportunities that can help to meet the financial targets.
- Plan actions to achieve clear milestones.
- Create a Key Account Action plan that’s supported by the cross-functional team
Who is this program for?
This program is a right fit for Key Account (Strategic Account) Managers, cross functional team supporting the Strategic Accounts, and managers of these teams. any member of your team who interacts with customers and prospects.
Send Your Inquire For This Program
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